Regional Sales Director, US East & EMEA [M4]

Job Description

Location

🌎 While we are an all-remote company and hire almost anywhere in the world, we have a preference for someone to reside in the following location for this role. However, if you feel qualified, we welcome you to apply regardless of location. No matter what, working hours must overlap with EST for at least 40 hours/week.

Preferred locations:

• Remote - New York City, New York

Why this job is exciting

Are you a visionary sales leader ready to drive the growth of a cutting-edge technology that’s revolutionizing software development? Sourcegraph is on a mission to make it easier for developers to understand, navigate, and collaborate on code at massive scale. 

As a Regional Sales Director, you’ll be at the forefront of this exciting journey, leading a powerhouse team of Account Executives to expand our footprint and bring our game-changing code intelligence platform to top-tier companies. Imagine being the driving force behind a product that empowers developers to innovate faster, solve complex problems, and build the future of software. If you're ready to elevate your Leadership career and be a key player in a company that’s transforming how the world’s best code is built, Sourcegraph is where you belong.

📅 Within one month, you will…

• Begin 1:1’s with your Account Executives, understand your 30-60-90 plan, and meet & shadow current members of the Sourcegraph team.
• Work directly with your manager and peers on new initiatives and ways to improve day-to-day operations; build the best Sales Executive team in the industry.
• Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them.
• Meet key partners in Account Management, Finance, Marketing, Executives, etc. - they will be key relationships for you throughout your AE’s deal cycle.
• Understand the Sourcegraph customer base, ICP, product and value proposition
• Begin to hire, develop, coach and manage a strong team of Account Executives to meet and exceed sales objectives

📅 Within three months, you will…

• Define and execute a regional sales plan to meet and exceed sales goals in new and existing accounts.
• Empower Account Executives through strategic planning sessions, accountability and execution.
• Be a product expert and feel comfortable assisting your team in closing deals
• Accurately assess the capabilities, motivators, and career goals of each team member and provide ongoing coaching to improve their performance and support their career path
• Develop and implement sales strategies that drive monthly, quarterly and yearly growth against company targets
• Perform regular pipeline reviews and accurately forecast sales pipeline 
• Participate in team-building and company-growth activities including strategy setting, sales training, marketing efforts and client care
• Learn and maintain in-depth knowledge of Sourcegraph’s product, value, competitors, and unified communications and collaboration industry trends
• Consistently help your team achieve their activity goals

📅 Within six months, you will…

• Consistently help your team meet or exceed quota
• Continue to focus on your OKRs

📅 Within one year, you will…

• Be considered a top-performing team leader by consistently exceeding team goals
• Cultivate a team of Account Executives that see consistent month-over-month success
• Serve as a mentor, leader, or coach to other new peers of the team

About you 

We are seeking a results-oriented, motivated, and strategic sales leader who is laser-focused on developing a team of Account Executives responsible for hunting net-new business with enterprise customers. On a day-to-day basis, you will be responsible for overseeing our Account Executives, helping them educate the market about the power of Sourcegraph, and generating opportunities with new customers.  We are looking for a leader who thrives in a fast-paced environment and has a proven track record of leading teams that exceed sales targets.

Your skill-set:

• 4+ years of enterprise sales leadership experience. 
• Expert knowledge and experience in building and motivating sales teams, growing pipeline, and hitting and exceeding revenue targets.
• Expertise in developing and executing regional sales strategies that align with company objectives and drive significant revenue growth.
• Strong background in selling to enterprise customers, with a deep understanding of the complexities and nuances of enterprise sales cycles.
• In-depth knowledge of the developer tools market and Sourcegraph’s offerings, with the ability to articulate value propositions and competitive advantages.
• A solid understanding of software development processes and technical concepts, enabling effective communication with technical teams and customers.
• Consistent achievement of sales goals with high seller participation.

Level

📊 This job is an M4. You can read more about our job leveling philosophy in our Handbook.

Compensation

💸 We pay you an above-average salary because we want to hire the best people who are fully focused on helping Sourcegraph succeed, not worried about paying bills. As an open and transparent company that values competitive compensation, our compensation ranges are visible to every single Sourcegraph teammate.

Your salary is determined by your pay band for the M4 job level. For determining pay bands, we use a number of market and data-driven salary sources, along with your location zone, and target the high-end of the range to ensure we’re always paying above market regardless of where you live in the world. Both U.S. and international locations are divided into one of four zones, determined by the cost of labor index for each area. The salary for a successful candidate will be based on level, job-related skills, experience, qualifications, and location zone. Please note that the salaries below may be adjusted in the future.

💰 The target compensation for this role is based on the M4 pay band for your zone. The start of the M4 pay band for each zone is listed below:

• Zone 1: $195,000 USD  base + $195,000 USD variable ($390,000 USD on-target-earnings). 

Please speak with a recruiter for additional information regarding zone locations.

📈 In addition to our cash compensation, we offer equity (because when we succeed as a company, we want you to succeed, too) and generous perks & benefits.

Interview process 

Below is the interview process you can expect for this role (you can read more about the types of interviews in our Handbook). It may look like a lot of steps, but rest assured that we move quickly and the steps are designed to help you get the information needed to determine if we’re the right fit for you… Interviewing is a two-way street, after all! 

We expect the interview process to take 5.5 hours in total. 

👋 Introduction Stage - we have initial conversations to get to know you better…

• [30m] Recruiter Screen
• [30m] Hiring Manager Screen

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

• [60m] Resume Deep Dive
• [30m] Peer Interview
• [30m] Team Interview
• [60m] Presentation Interview

🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically…

• [30m] Values
• [30m] Leadership with co-founder 
• We check references and conduct your background check

Please note - you are welcome to request additional conversations with anyone you would like to meet, but didn’t get to meet during the interview process.